Brian Tracy says that if you want to be successful, you have to do what successful people do

24 ways to close more sales now

10/29/2009

This article by Brian Tracy was written to help promote 21 Great Ways To Be A Sales Superstar and 24 Ways To Close More Sales.

Build Long-Term Relationships

By Brian Tracy

Full 85 percent of the happiness and success you enjoy in life will be determined by the quality of your relationships with others.

All of your selling success today, and for the rest of your career, will be based on the quality of the relationships that you form with your customers. Because of the complexity of your product or service, customers are usually unable to make an accurate judgment of the details of what you are selling. Instead, they have to depend upon how they feel about you and your claims.

For most customers today, the relationship comes first. It is more important then the product or service itself.

10/28/2009

This article by Brian Tracy was written to help promote 24 Ways To Close More Sales.

Eight Great Ideas for Multilevel Marketing

By: Brian Tracy

Look for Quality Products

If you're looking at a multi-level marketing opportunity, here are eight key considerations. Look for a multi-level business which has, number one, quality products with a good reputation. Never waste your time trying to sell anything that is not of excellent quality. Quality products is the starting point of your success in business. No successful business can ever be built on an average or mediocre product.

10/26/2009

Here is a nice short video of a younger Brian Tracy sharing a sales closing technique - the demonstration close which focuses on getting the buying to qualify themselves so you can demonstrate that you have a product or service they were prepared to commit to.

10/22/2009

This article by Brian Tracy was written to help promote 24 Ways To Close More Sales.

Closed-Ended Questions

By: Brian Tracy

Start Sentences With Verbs

Closed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as "Are," "Will," "Is," "Have," "Did," and even contractions such as "Aren't," "Didn't," and "Won't." This is often called a convergent question. It brings conversation gradually to a convergence on a single point or decision. It is answered with a "yes" or a "no." You use this question when you want to begin narrowing the conversation and getting specific answers that lead you to a conclusion or a commitment.

10/18/2009

This article by Brian Tracy was written to help promote 24 Ways To Close More Sales.

The Endgame to Selling

By: Brian Tracy

In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. Your ability to answer objections and get the sale is the true test of how good you really are as a salesperson.

The True Test of Selling

This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.

10/15/2009

This article by Brian Tracy was written to help promote 24 Ways To Close More Sales.

The Directive Close

By: Brian Tracy

A popular method of closing is the Directive Close. This is sometimes called the Assumption Close, or the Post-Closing Technique. It is one of the most powerful closing techniques used by top sales professionals in every industry. It is used to change the focus of the customer's thinking away from the decision, "yes or no", to the ownership and enjoyment of the product.

Keep the Initiative

Its major virtue is that it allows you to keep the initiative, to maintain control of the selling process and to wrap it up at your own pace and speed. It is also very simple.

Brian Tracy

I have permission from Brian Tracy International to re-publish these articles.

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I am Paul Simister, a business coach based in the UK and I help owners of small businesses to find extra profit that is hidden in their businesses.
Brian Tracy's material in my experience is consistently excellent based on thorough research and it immediately makes sense.